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The questions we ask a potential client can make or break the deal. Execute properly and you pave the way for a higher probability sale. Execute poorly and you disconnect! Here are several of the mistakes you need to avoid, at all cost! 1)    Failure to establish the proper environment. This includes everything from not having … continue reading »

Are You Ready To Make An IMPACT?    

I read an advertisement in The Wall Street Journal and was struck by the audacity of a towel company. The towel company had a full page ad talking about their luxury towels. These weren’t just any kind of towels, mind you, they were the kind of towels you find at the resorts and you could even … continue reading »

Whether a prospect/client says it to your face, behind your back or simply thinks it, your offering is subject to . . . How is this better? What’s the difference between this and your competitor’s offering? What’s the difference between this and simply doing nothing? And perhaps even a “So what?” or three! What’s an aspiring … continue reading »

  I have one of the toughest crowds to sell to! At the decision making level, you have many who feel . . . 1) That sales training is a waste of time and money 2) That most sales trainers are displaced sales people. You know, the old, “Those who can, do; those who can’t, … continue reading »

I was so impressed with someone recently that I grabbed my wallet and was ready to buy a $2000 product they were selling. The only problem was that every time they mentioned the name of their product, it was indecipherable! I found myself saying “What the hell did she just say?” I went back and … continue reading »

  I once worked for a company who’s CEO was awfully proud of the fact that he practiced “Management By Walking Around”. He was actually so proud of it, he mentioned it as if he were the inventor of the phrase. Kind of makes me think of that scene in Austin Powers when Dr Evil … continue reading »

  There was a time in my life where I had no clue of what I wanted to be when I grew up. The only problem with that, was that I wasn’t exactly having this identity crisis at 5 or even 10 or 15 . . . I was 19 and in college! My parents … continue reading »

I just heard from yet another sales leader who is fed up with something that’s been happening in select bullpens around the world. It’s called “The Friday Wind Down” and quite frankly, it’s a silent killer of sales teams! There are many people, who mentally check out on Fridays. Some totally check out, others partially. … continue reading »

This is a guest post from Sonja Hastings When you submit your resume for a sales position, it’s actively competing against other applicants, deadlines, and distractions for attention.  Ultimately, your resume needs to inspire the hiring manager to contact you. This means your resume has an enormous job to do in just a matter of seconds. … continue reading »